( ) involves a higher degree of trust and a forming of a relationship.
A. Distributive negotiation
B. Integrative negotiation
C. Multi-party negotiation
D. Multi-phase negotiation
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In ( ) culture, the leader of the negotiation team is always senior.
A. ascriptive
B. achievement
C. specific
D. diffuse
What are the principles of integrative negotiation?
A. separating the people from the problem
B. focusing on positions
C. using objective criteria
D. generating creative options that satisfy the interests of both sides
( ) are the 3 dimensions of negotiation.
A. people
B. place
C. problem
D. process
The justifications in negotiation could be ( )
A. precedent
B. statistics
C. market price
D. the law
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